Sales Tweak of the Week #2: Look for Dominant Buying Motives

It’s amazing we are already 3 months into the New Year.
It’s not enough to get inspired; you must stay inspired. That’s why I am giving you this Sales Tweak of the Week. It’s a weekly reminder to make small changes to the way you sell in order to be more successful. These are important, and are built from my experiences—but you must work at them every day to see results.

2. Look for Dominant Buying Motives
I have seen salespeople spend hours creating presentations and then become so dependent upon the slide show they are no longer aware of the vital buying signals from the prospect or the audience’s dominant buying motives. Ask your prospective client, “What are your top three reasons for looking at this product?”

You want to be able to maximize your opportunities, whether your audience is 1,000 people or 1 person. There are a few dominant buying motives and that’s how you will connect to your buyer, reduce your selling process, and close more sales.

Use this tweak and let me know how it worked out for you in the comments below.


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